Beste Mental Selling podcaster (2025)

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Ep 099 The Best of Mental Selling in 2024 17:14

10d ago17:14

17:14

Sales is more than just closing deals. It’s about the journey, the connections made, and the lessons learned along the way. In this special year-end episode, host Will Milano looks back at the most impactful conversations of 2024 on Mental Selling, highlighting the episodes and ideas that shaped a year of growth and discovery.From uncovering the po…

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Ep 098 Taking Control of Your Success in Sales 33:43

24d ago33:43

33:43

Sales is an unpredictable profession, but success comes from focusing on what you can control. In this episode, Elizabeth Lotardo, VP of Client Services at McLeod & More, Inc., shares insights from her latest book, Leading Yourself. She provides a guide for how sales professionals can navigate ambitious targets, manage challenging workplace dynamic…

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Ep 097 Proven Methods for Building Trust in Sales 29:05

1M ago29:05

29:05

People don’t buy from brands they don’t trust. So how can you build the trust that drives sales?David Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his book Trust Matters More Than Ever, David explains the eight pillars of trust and how to build it at every touchpo…

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Ep 096 Building Your Personal Brand in Sales 33:36

2M ago33:36

33:36

LinkedIn has evolved beyond being just a digital resume for job hunting. It’s now a powerful tool for building your personal brand.Natasha Walstra, Founder and CEO of NearPoint Strategies, shares how sales professionals can leverage online platforms to build trust, connect with prospects, and increase sales. She shares her own journey, from struggl…

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Ep 095 How Sellers Can Stay Relevant in the Digital Age 31:07

2M ago31:07

31:07

How can sellers stay relevant in this digital age?Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more important than ever. Shama shares strategies for building a personal brand and fostering trust through …

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Ep 094 Building High-Performance Sales Teams Through Coaching 32:48

3M ago32:48

32:48

All high-performing sales teams have one thing in common—conflict.When handled thoughtfully, conflict can actually strengthen teams and drive success. Darcy Luoma, CEO of Darcy Luoma Coaching & Consulting, discusses the key elements that set thriving sales teams apart. It’s important to clearly define roles and responsibilities, allowing team membe…

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Ep 093 Core Sales Skills for the Next Generation of Buyers 36:10

3M ago36:10

36:10

Sales is rapidly changing as younger buyers and larger, more complex buying committees become the norm. In this episode, Matt Heinz, Founder and President of Heinz Marketing, explains how the growing influence of millennial and Gen Z decision-makers is driving sales teams to change their communication styles. Despite these shifts, foundational skil…

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Ep 092 What The Future of Sales Holds 38:00

4M ago38:00

38:00

What’s the future of sales? Many say there’s never been a better time to be in Sales. But how is it evolving as a profession, and what will its future hold? Meet Alexine Mudawar, CEO of Women in Sales and a powerhouse in sales leadership and community support. In this episode, Alexine joins host Will Milano to discuss the challenges of enterprise s…

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Ep 091 Why Connection Matters in Sales 32:45

4M ago32:45

32:45

A thriving workplace culture is the secret behind every successful sales organization. And that starts with connection. It's not just about achieving task excellence but also building relationships within your team. Yet, many sales leaders overlook this, leading to a disconnected workforce. Michael Stallard is here to guide us through this topic. A…

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Ep 090 Effective Conflict Resolution in Sales 39:54

5M ago39:54

39:54

Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn't just a skill—it's the game-changer that can elevate your success and deepen your relationships.In this episode, Liane Davey, an organizational psychologist and acclaimed author, j…

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Ep 089 Addressing the Mental Health Crisis in Sales 37:24

5M ago37:24

37:24

Stress isn't just a career hazard for salespeople—it's a silent performance killer. According to research, over 70% of sellers struggle with their mental health. Jeff Riseley, the founder of Sales Health Alliance, talks in-depth about the data and what professionals and managers can do to address this mental health crisis in sales. As a coach, Jeff…

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Ep 088 Building a Customer-Centric Culture in Sales 33:08

5M ago33:08

33:08

Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales. Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer fe…

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Ep 087 Turning Preparation Into a Habit in Sales 35:33

6M ago35:33

35:33

What separates high performers from average salespeople? The answer is preparation.Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way. Paul encourages salespeople to be in…

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Ep 086 Developing Executive Presence in Sales 38:05

6M ago38:05

38:05

Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that.Doug Dvorak is not your average sales expert – he's the founder of the Sal…

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Ep 085 The Blend of Art & Science that is Sales 33:39

7M ago33:39

33:39

Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.In this conversation Paul Fuller, Chie…

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Ep 084 Listening to Understand in Sales 33:58

7M ago33:58

33:58

Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions …

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Ep 083 Igniting Confidence in Sales 34:44

8M ago34:44

34:44

Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity…

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Ep 082 How to Build a Referral Selling Culture 35:10

8M ago35:10

35:10

Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges. Joanne Black, founder of No More Cold Calling, joins this episode…

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Ep 081 How to Stand Out and Become Irreplaceable in Sales 40:23

9M ago40:23

40:23

In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort. In this conversation, William Vanderbloemen, author, CEO and Fo…

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Elevating Sales Performance Through Coaching - Part 4 in Mental Selling’s Listen to Sell Series 23:50

9M ago23:50

23:50

Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.Mike Esterday and Derek …

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Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales 32:09

9M ago32:09

32:09

Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly.In this con…

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Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series 25:09

9M ago25:09

25:09

Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. Mike Esterday and Derek Roberts, authors of the book Listen…

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Ep 079 Finding Your Purpose in Sales 41:32

10M ago41:32

41:32

Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven…

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The Role of Mindset in Sales Success - Part 2 in Mental Selling’s Listen to Sell Series 12:02

10M ago12:02

12:02

In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them.Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections…

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Ep 078 How to Crack the Growth Code in Sales 38:31

10M ago38:31

38:31

While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy.In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive th…

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The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series 18:38

10M ago18:38

18:38

Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself... Mike Esterday and Der…

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Ep 077 Maintaining Grace Under Pressure in Sales 29:33

11M ago29:33

29:33

The true mark of a leader in sales is revealed not during times of ease but in times of challenges. In these moments, effective sales leaders showcase their ability to adapt, communicate, and inspire their teams to overcome obstacles. The challenges become tests of the leader's skills and opportunities for growth and the forging of a more resilient…

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Ep 076 Continuous Learning and Development for Sales Teams 33:05

11M ago33:05

33:05

In sales, the commitment to continuous learning & personal development becomes not just a choice but a strategic necessity for those aspiring to thrive and succeed in the competitive landscape of sales.In this conversation, Jason Grom, Vice President of National Sales Organization Development, Field Training and Coach Development at Ameriprise Fina…

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Ep 075 Elevating Conversations and Confidence in Sales 37:35

12M ago37:35

37:35

In sales, leadership meant being the ultimate expert, the unquestioned "smartest person in the room." Consequently, leadership is no longer about having vast knowledge but about creating an environment where everyone can thrive and succeed together.Wanda Wallace is an accomplished keynote speaker, author, and Managing Partner of Leadership Forum. S…

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Ep 074 Selling with Impact using Authenticity and Trust 35:29

12M ago35:29

35:29

"Just because you're authentic doesn't necessarily mean you're going to be effective." Authenticity goes beyond mere self-expression. It is about bringing one's best self to each encounter, because when we embrace the power of authenticity, our stories create connections and inspire those around us.Allison Shapira is a CEO and Founder of Global Pub…

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Ep 073 Mental Selling Year-End Reflection 16:22

1y ago16:22

16:22

In the world of sales, instead of just dreaming about the result, pay more attention to doing each step well. Success isn't just about reaching the goal. It's more about doing each part of the process the best you can. In this special episode, host Will Milano takes a reflective journey through the standout moments and insights garnered from a year…

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Ep 072 Achieving Sales Goals Through Purpose-Driven Goal-Setting 40:06

1y ago40:06

40:06

When it comes to setting and pursuing your goals, the "why" behind it serves as the guiding compass on your journey. The greater your clarity of why and purpose, the more you can tap into what will help you meet moments of challenge head on and move through them.In this episode, Jeanne Torre joins to discuss the need for goal setting to go well bey…

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Ep 071 How to Build Trust and Reputation in a Crowded Marketplace 28:05

1y ago28:05

28:05

Success in sales goes beyond numbers. It's about building genuine relationships through transparency, authenticity, and empathy. By prioritizing these pillars, sales professionals can create a foundation of trust to connect with clients on a deeper level. This customer-centric approach fosters long-lasting relationships and sets the stage for meani…

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Ep 070 Using Brand to Turn Conversations Into Conversions 38:06

1y ago38:06

38:06

Mastering the art of sales isn't about pushing products but about creating value and building relationships. Yet so many organizations struggle to create brand conversations that get more customers to the table and actually convert. How can you align brand marketing and sales to drive more of these conversions?To help us answer these questions, we …

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Ep 069 Exploring the Principles of Crown Leadership: Excellent, Ethical, and Enduring 38:57

1y ago38:57

38:57

Lack of alignment between your values and the decisions made by your company will most definitely cause demotivation and burnout. Prioritizing alignment, collaborative feedback, and self-awareness is crucial to establishing a culture of trust and integrity within any organization.In this conversation, Gregg Vanourek discusses the most integral conc…

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Ep 068 Transforming Sales Teams Through a Culture of Learning 33:27

1y ago33:27

33:27

How do you move from a culture of ‘doing’ to a culture of learning that benefits employees and creates an impact that your customers see and feel? In this episode, Katie Anderson joins and discusses the difference between managing and coaching, stressing the need for leaders to take a proactive role in helping individuals overcome obstacles and unc…

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Ep 067 Shifting Mindsets for Team-Based Selling 41:48

1+ y ago41:48

41:48

It is often difficult to shift from a “go-it-alone” to a more “team-oriented” mindset if you're used to working independently. However, it is important to realize that no one person has all the answers and that true success often arises from a team's collective wisdom and diverse perspectives. Diana Gurwicz is a core team member for Leadership Stra…

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Ep 066 Creating a Culture of Coaching and Mentoring in Sales 33:41

1+ y ago33:41

33:41

Both coaching and mentoring focus on growth, with the intention of achieving individual and organizational goals. It’s important to keep in mind, however, the distinction between the two that often goes overlooked.Loren Margolis, an Executive Coach, Founder of TLS Leaders, Forbes Contributor, and Faculty for the State University of New York, partne…

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Ep 065 Leaning Into Your Strengths to Thrive in Sales 34:04

1+ y ago34:04

34:04

Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being.Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assi…

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Ep 064 Unwritten Rules and Intangibles to Thrive in Sales 37:29

1+ y ago37:29

37:29

When Chantel George, Founder & CEO of Sistas in Sales, started her own journey into sales, she had no idea how much support and community she really needed to thrive. Once she found that support system, everything changed!Sales can be rewarding IF you're passionate about negotiating, problem-solving, and creating client relationships. With these at…

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Ep 063 Developing Resilience as a Salesperson 34:16

1+ y ago34:16

34:16

Sales is an emotional roller coaster. It comes with high highs and low lows, rejection, triumphs, and everything in between. Success requires the ability to focus on what you can control in the midst of everything you can’t.Mary Browning is one of those resilient people. She’s an experienced sales leader who's passionate about empowering others and…

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Ep 062 The Power of Storytelling in Sales 41:00

1+ y ago41:00

41:00

Stories are one of the most powerful tools in a salesperson’s toolbox.Here’s why:- Stories are 22 times more memorable than a series of facts or bullet points.- Stories tap into emotions in a way that pulls people in.- Stories create instant connection, turning strangers into friends.In this conversation, author, speaker, and consultant [Matthew Di…

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Ep 061 Creating Emotional Connections Through Effective Communication 43:31

1+ y ago43:31

43:31

Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward.In this conversation, communication expert [Johnny Walker](https://www.linkedin.…

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Ep 060 Boosting Sales by Leveraging Thought Leadership 48:14

1+ y ago48:14

48:14

Thought leadership is a critical tool for brands, especially in B2B, but what does it do for individual sellers?In this conversation, we speak with Bill Sherman, COO of Thought Leadership Leverage and Co-Host of the Leveraging Thought Leadership podcast. He helps connects the dots between the value and role of thought leadership and creating better…

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Ep 059 Connecting Sales to the Full Customer Journey 41:45

1+ y ago41:45

41:45

It's never been more important to understand your customers and what they value. But where does the customer experience begin? And how do you tactically create a consistent experience that will keep customers loyal?Jeannie Walters, Founder and CEO of Experience Investigators, joins the show to share tangible ways to put customers first through thei…

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Ep 058 Why Happiness & Fulfillment Matter in Reaching Sales Potential 38:09

1+ y ago38:09

38:09

Happiness and confidence are the keys to reaching your potential in sales.Alan Allard, founder and President of Genius Dynamics, shares how developing a positive, confident mindset enables salespeople to approach clients without fear, build trust, and bounce back from rejection.Drawing from his decades of sales experience, Alan brings insights into…

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Ep 057 Aligning Passions, Values & Skills for Sales Success 41:36

1+ y ago41:36

41:36

The road to success in sales is paved with passion and purpose. Understanding your personal wiring as well as your customers’ leads to measurable results.Most people understand this concept on a surface level but have a hard time being introspective enough to actually connect their passion with their work.[Alaina Love](https://www.linkedin.com/in/a…

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Ep 056 Why Brand Matters to Salespeople 42:56

1+ y ago42:56

42:56

Why should brand matter to salespeople? Isn’t that marketing’s job?Marketing expert Vince Freeman and sales leader David Schweisthal invite salespeople to think twice when it comes to brand.In this conversation, they share why every salesperson should be keenly aware of both their company’s brand and their personal brand as they work with customers…

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Ep 055 Accidental Executives: Thriving as a Sales Leader 36:20

1+ y ago36:20

36:20

Have you ever been thrust into an unexpected sales leadership role? Did you wonder if leadership was even the right fit for you? Craig Anderson is an "accidental executive" who equips leaders with the confidence, team-building expertise, and business acumen they need to build successful companies. He is also the host of his own podcast called Execu…

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Ep 054 Mastering Mindfulness in Sales 55:31

2y ago55:31

55:31

The world is full of distractions. It’s hard to be a salesperson but even harder to focus on executing well. Emma Treharne is the Founder and Director of Nuveya Life, where she works with busy professionals to help them reclaim, redefine, and restore their mental, emotional, and physical health. With a background in sales and sales training, she jo…

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